Outsourced Sales Management Case Study. Faritec.
A new corporate solutions provider of high-end IT network solutions needed a sales management expert to start up a sales team from scratch. They needed someone who could train and lead their national sales team to close major deals.
"Along with her sales management expertise, we also needed someone who could prepare our sales team to have a very high degree of financial management skills," says Johan De Villiers, who was CEO & Group Marketing Director at Faritec. "We're not moving cars, here. The team needed the knowledge and processes to close major $15 million to $20 million deals."
Faritec hired Priority Solutions' President Heidi Hamilton as an outside sales manager, interacting with about 40 sales professionals. Heidi implemented a comprehensive international sales methodology for pipeline management to help the sales team do their job: everything from approaching customers to negotiation and ultimately closing deals. Financial skills training like costing contracts and accounting procedures was also implemented to ensure each member of the national sales team could fully understand clients' needs – the better to sell them the right solution at the right time.
- Development of a mature sales force able to undertake proper sales management, contract negotiation and proposal writing.
- At least 60% to 65% growth in company profit.
- Sustainable growth in sales as processes developed under Heidi’s guidance were rolled out on a national basis.